Anne Frewen
Phone
(484) 678-9061
Email
[email protected]
Thinking of selling your home off-market? You may want to think again.
The debate over Clear Cooperation—the policy requiring listings to be shared on the MLS—has been a hot topic in the real estate industry. Some brokerages push for pocket listings, keeping homes off the MLS to control the transaction within their own network. While sellers should absolutely have the right to choose how they sell, it’s critical they understand the facts and potential financial impact of limiting exposure.
A new Zillow study found that sellers who skipped the MLS (Multiple Listing Service) lost a staggering $1 billion in 2023 and 2024, with homeowners leaving an average of $4,975 per sale on the table—and even more in high-value markets like Fairfield County.
MLS vs. Private Sales: What’s the Difference?
MLS Listings: The Power of Exposure
Listing on the MLS ensures your home appears on major real estate platforms, maximizing visibility, increasing competition, and leading to stronger offers. Buyers can view your home on Zillow, Realtor.com, Redfin, and other key platforms, ensuring it reaches the widest possible audience. More eyes on your listing means more competitive offers, often leading to higher final sale prices and better terms for sellers.
Private Sales (Off-MLS): The Hidden Risks
Selling off-market is like keeping your home a secret. Only a select group of buyers will know about it, drastically reducing competition. With fewer buyers in the mix, homes tend to sell for less. Data shows that limited exposure leads to fewer offers, weaker negotiations, and ultimately, a lower sale price.
Why Some Sellers Skip the MLS
Some homeowners choose off-market sales, commonly referred to as pocket listings, for a few reasons:
Privacy concerns – Wanting to keep their sale discreet.
Fewer showings – Hoping for a quick, low-hassle transaction.
Prearranged buyers – Working directly with a buyer before listing.
While the choice is always yours, the data is clear: limiting your buyer pool directly impacts your bottom line. In competitive markets like Fairfield County, where demand is high, listing publicly ensures you attract the best possible offers.
What Causes Homes to Sell for Less?
Even if you list your home on the MLS, other factors can still lead to a lower final sale price. Here’s what to avoid:
1. Poor Marketing & Limited Exposure
Your listing needs more than just a spot on the MLS. High-quality professional photography, digital marketing, and strategic open houses all play a crucial role in maximizing buyer interest. Without proper exposure, even the best-priced home can struggle to attract strong offers.
What to Ask Your Realtor:
“How will you market my home beyond the MLS?”
“What strategies do you use to attract multiple offers?”
“Can I see examples of your marketing and staging work?”
2. Overpricing
Setting the wrong price from the start can backfire. Overpriced homes sit on the market too long, leading to price reductions and skeptical buyers. In contrast, correctly priced homes often generate multiple offers, driving up the final sale price.
What to Ask Your Realtor:
“How do you determine the best listing price?”
“What’s the average sale-to-list price ratio in my area?”
“How do you handle competitive pricing strategies?”
3. Weak Negotiation Strategies
It’s not just about the final sale price—terms and contingencies matter, too. A skilled negotiator ensures you maximize value while minimizing risk. The right agent will fight for the best possible price, terms, and buyer conditions, ensuring a smooth closing.
What to Ask Your Realtor:
“How do you handle multiple-offer situations?”
“What negotiation strategies do you use to get the best terms?”
“How do you evaluate the strength of buyers’ offers?”
4. Limited Showings
Buyers won’t compete for a home they can’t see. Making your home easily accessible is key to attracting strong offers. Virtual tours, weekend showings, and flexible access times can help create urgency and drive buyer interest.
What to Ask Your Realtor:
“What’s your plan for maximizing showings?”
“Will you offer flexible viewing options, including virtual tours?”
“How do you generate excitement in the first few days on the market?”
Maximize Your Home’s Value with the Right Team
At the Auerbach+Frewen Team at Coldwell Banker Realty, we take a comprehensive approach to selling your home—ensuring you get top dollar and a smooth transaction. Our innovative Listing Concierge tool provides a full-service, high-impact marketing plan that includes:
- Professional photography & videography to highlight your home’s best features.
- Targeted digital & print marketing to reach local and out-of-state buyers.
- Strategic staging consultations to enhance your home’s appeal and value.
- Exclusive agent networking to generate early interest and drive offers.
But marketing alone isn’t enough. We combine these tools with our expert pricing strategy, data-driven market analysis, and top-tier negotiation skills to ensure you get the best possible price and terms for your home.
If you’re thinking of selling in Fairfield County, don’t leave money on the table. Let’s talk about how we can best position your home for maximum success. Reach out today for a consultation!